Journal of Business & Industrial Marketing: Volume 22 Issue 7

The transaction‐relational continuum: conceptually elegant but empirically denied

Roger Palmer

This paper aims to investigate the trend and/or paradigm shift to relationship marketing as a dominant framework that has shaped the way in which relationships are understood, and…

The role of cyber‐intermediaries: a framework based on transaction cost analysis, agency, relationship marketing and social exchange theories

Xueming Luo, Naveen Donthu

The purpose of his paper is to define the role of cyber‐intermediaries based on several theories such as transaction cost analysis, agency, social exchange, and relationship…

Interfunctional climate and a new product performance: dependence as a moderator

Nuria García Rodríguez, M. José Sanzo Pérez, Juan A. Trespalacios Gutiérrez

This study aims to examine the marketing/R&D relationship under different relative dependence situations. Specifically, its basic objective is to analyse if the effect that the…

How functional, psychological, and social relationship benefits influence individual and firm commitment to the relationship

Jillian C. Sweeney, David A. Webb

This paper aims to extend previous research investigating the effect of relationship benefits on firm outcomes by developing a model that includes the effect on individual…

De‐internationalisation and global strategy: the case of British Telecommunications (BT)

Colin Turner, Paul D. Gardiner

The paper aims to examine the process of de‐internationalisation through an analysis of British Telecommunications' (BT's) experience. There is – to date – little research upon…

The efficacy of alternative mechanisms in safeguarding specific investments from opportunism

Rodolfo Vázquez, Víctor Iglesias, Ignacio Rodríguez‐del‐Bosque

Transaction‐specific investments are often required in marketing channels in order to improve channel efficiency. However, such investments often increase the risk of…

An analysis of a potential cluster in an energy sector of Albany, NY

Dana Frisillo

The idea of business clusters is used more and more in public policy as businesses and governments are noticing their advantages. The purpose of this study was to determine if a…